This month we’ve been sharing our best practices surrounding Customer Success and what works for Versature, our prospects, and our customers. Today I’ll share with you the role our new Sales Development Representative (SDR) practice plays in our Customer Success philosophy where we always focus on “value at every click and interaction”.
The SDR’s responsibility is to provide value at every interaction, set up meetings with the right experts, and generate qualified leads and opportunities for the company.
Having an entire team dedicated to helping prospects get the answers they need quickly and connecting them to the right experts immediately to engage in pricing, technical, or other discussions is taking off with technology companies, particularly those with a SaaS focus.
The SDR role is best described by Trish Bertuzzi, author of the Sales Development Playbook, as “…an overnight sensation, thirty years in the making.” She also says “Successful selling today requires cutting through the spam cannonade of emails and rising above the white noise of half-hearted prospecting.” If you are even thinking about scaling your sales team or adding an SDR practice, this book is a MUST READ.
A Day in the Life of an SDR
http://www.versature.com/conversation-blog/drive-by-prospecting/A day in the life of an SDR is pretty structured and there is never a dull moment. From creating your prospecting lists, executing a communication cadence faithfully and with professionalism, to a seamless escalation to experts to provide the next level of sales support, this role is nonstop, day after day. A highly positive attitude and lots of energy is a requirement to be a successful SDR.
There are very clear measures of success for an SDR, including number of calls, Sales Accepted Leads (SAL), and committing to the cadence of communications. With clear measures of success and KPIs, there are also many rewards which makes the opportunity endless for the right person.
SDR Career Growth
The great thing about this type of role in any organization is the amount of training and expertise that is developed in a short amount of time. SDR’s quickly become product, sales, and communications experts that add value to the company in many ways.
Look at the potential career paths for an SDR this way: you will receive a fully trained product expert who already has a relationship with your customers, is aware of all of the marketing resources available, and is already a great fit for your company. An absolute win-win for any organization.
By adding SDR’s to our mix of professionals, we provide a fully personalized, high-touch experience that puts the customer first from the moment they connect with us for the first time and throughout our customer relationship. Our customers love this type of interaction and 1:1 attention! We like to refer to it as the Versature Difference.
Did the description of this role make you want to learn more? Awesome! It just so happens we have SDR positions open as we speak! Find out more here!
We’d also love to hear from other organizations who are building their SDR practice so we can compare notes and share our successes. Contact us!